Real Estate Sales Management

Being a Sales Manager is different than managing any other kind of team. Sales Managers aren't just responsible for ensuring that team members show up and work but responsible for ensuring that the company hits it's revenue targets. Sales is the life blood of the organization. Without sales the organization falls apart. Real Estate competition makes it tough to stay on top of everything on your to-do list, and most often, one-on-one coaching falls through the cracks.

Module 1: TEAM ASSESSMENT AND SALES INTERVIEW

• Develop a strong team by evaluating, training, and coaching them to drive results through the selling process
• Plan and conduct market research to identify market trends
• Conduct effective sales training meetings
• Develop strategic sales plan to lead sales team to implement strategies
• Deliver customer-focused sales presentations
• Hire high-performing salespeople according to HR staffing guidelines
• Manage the sales team to its full potential to reach sales targets
• Plan and direct sales team training
• Resolve customer complaints regarding sales and service
• Setting SMART goals for business development

Module 2: SALES PLANNING AND FORECASTING, TARGETING SETTING AND KPIS

• Seasonality Management
• Sales Forecasting Methods
• Bottom-up sales forecast vs a top-down sales forecast
• Setting individual and team quotas
• Anticipating market trends
• Incorporating changes
• Monitoring competitors.

Module 3: CORE SKILLS REQUIRED FOR MANAGING A TEAM 

• Management levels
• Goal setting - S.M.A.R.T. Goals
• Delegating effectively
• Constructive confrontation skills
• Performance appraisals that work
• Saying ‘no’ skillfully

Module 4: PEOPLE MANAGEMENT and CHANGE MANAGEMENT

• DISC Profile analysis
• Personality styles and traits
• Attitudes and behavior
• Perception in the workplace
• Attributing causes to behavior
• Types of workplace behavior
• Individual characteristics that influence behavior
• Sources of resistance to change
• Preventing resistance and encouraging effectiveness in coping with change 
• Choosing a strategy to implement change
• The steps in a successful change program
• Communicating change by mastering the art of speaking as a change leader

Module 5: CONFLICT RESOLUTION and MOTIVATION

• Group Dynamics
• Team Roles – A Self Perception Inventory
• Team roles and complementarities Team formation and dynamics The basic motivational process
• How do you rate on motivating?
• Motivation techniques for greater commitment & output Team rewards
• Creating energy in the team
• Helpful hints for providing feedback and criticism